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Unformatted text preview: . Focus on Interests not Positions Topic interests/goals
Identity or Face interests/goals
Process 3. Invent solutions for mutual gain 4. Insist the result be based on some
4. objective criteria
objective Separate people from problems
Separate Negotiators are people first The relationship needs to be taken into account
in all negotiations
Perceptions – does truth matter? every party in a negotiation has emotions and ego,
and can have misunderstandings
and understand their perceptions to come up with better
solutions Emotions – the higher the stakes, the higher
Communication – all negotiations have
misunderstandings Negotiation Interests not Positions
Negotiation Positions are something you decided on –
Positions what you’re demanding as a solution
what Interests are what got you there For every interest, there are several
positions you could take, and vice-versa
positions To negotiate interests, identify them ask why? what are they getting from position
ask why not? wha...
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This note was uploaded on 02/25/2013 for the course PSY 547 taught by Professor Langlois during the Spring '09 term at S.F. State.
- Spring '09